Growth Hacker Content Summary (456 chapters)Chapter I, Fourth4.1 Workplace social giants user activation tips number of users and the relationship between the network depth directly determines the size of its value. Strategy: 1. When a new book user arrives at the "Invite Friends" page, if the system defaults to recommending that the user invite fewer than 4 friends, they are likely to overlook this step easily, and if more than 4 people are likely to feel anxious and troublesome, and unbiased just 4 people, can achieve the greatest degree of invitation conversion rate. 2. New registered users continue to bring more users, while old users will occasionally come back to see, process requests, or initiate a friend invitation. 4.2 A/B testing, the magic of website activity alternatives are ambiguous, even if the difference does not seem to matter, such as whether a button is orange or red, the position is left or right. In the face of this situation, the traditional solution is either based on the aesthetic of the designer, or a group of people vote together, or by a leader to decide. Either way, can not help but be subject to personal subjective factors, not necessarily represent the majority of users in the actual use of the scene of cognition. "Do not know the truth, only the body in this mountain." "One of the most logical ways to solve such situations is to conduct A/B testing (A/B testing). so-called A/B testing, simply to provide two different alternative solutions for the problem you want to investigate (such as two order pages), then let some users use scenario A, another part of the user using scenario B, Finally, the optimal scheme is determined by data observation and comparison. In real life, Darwin's "Origin of Species" refers to the principle of natural selection, in essence, is to talk about the different variants of the same species after the external environment test survived the optimal results, but also a A/b test. The basic ideas of A/B testing include: 1. Provides two scenarios for parallel testing. 2. There is only one variable between the different schemes, excluding other interference factors. 3. To determine the results of a certain standard, the optimal solution is screened. 2nd, which is a single variable, needs to focus. Because the merits and demerits of a scheme are not only related to the programme itself, it may also be inseparable from the environment in which the programme is adapted. in product design, A/B testing is often used to reduce page barriers, increase conversion rates, identify revisions, and small-scale testing of new features. There are a few successful cases of improving products through A/B testing in Internet products. a featureClear, high conversion rate of the site, you must let users understand its role and value in the first time, and the most visible way to show the next action, as far as possible to eliminate the core goals unrelated to other elements, reduce meaningless visual interference, that is, "do not let users think." 4.3 mobile app A/B testing Mobile's A/B testing does not rely too much on the architecture, otherwise a seemingly flexible architecture can constrain creativity or provide inaccurate conclusions. 4.4 a unique approach to reduce the user's active barriers to smart technical solutions 4.5 protracted subsidies wars rebates and subsidies are also the usual tricks. The difference between the two is that the former is directly given preferential conditions, the latter is the need for customers to pay first, and then obtain a certain advantage. 4.6 Games Change the world The use of design elements from the game in an otherwise non-gaming context, the way in which people achieve some kind of action or intention, is the game (Gamification), the purpose is to use the nature of human love play, By transforming the process of contact, communication and participation, an attractive and continuous external incentive is generated, which induces the participants ' internal motivation, thus more effectively enhancing participants ' participation and realizing the change of attitude and behavior. In the past, people have created various virtual worlds to escape from the real world, and nowadays games bring people back to the real world with the mentality of playing games and influence and reconstruct the world. In health care, education and training, public policy, marketing, business management and other fields, everywhere can be seen the shadow of the game. Four defining features of the game: goals, rules, feedback systems, and voluntary participation. target: The specific results that players can achieve by striving. It attracts the attention of the player and constantly adjusts its participation. Rules: Limits how players can achieve their goals. It eliminates or restricts the most obvious way to reach the goal, pushing the player to explore possibilities that have never been tried before. Rules can unleash the player's creativity and cultivate the player's strategic thinking. Feedback system: The number of points, levels, scores, progress bars and other forms to reflect the player distance to achieve the goal is still how far. For players, real-time feedback is a promise: The goal is absolutely achievable. It gives people the power to keep playing. Voluntary participation: Everyone who plays the game is required to be aware of and willing to accept goals and rules. 1. Points ranking: Each time a check-in is completed, the corresponding points will be received, if the same day consecutive check-in, or check-in sharing to FAcebook, Twitter and other social networks, the points will increase or even double. Friends will form an integral leaderboard, to the list of the best friends, it is necessary to constantly explore more places, complete check-in synchronization. 2. Badge challenge: You can win badges by signing in to different locations within one day, syncing to more than three social networks, driving or flying between different cities, arriving at a specific partner store, and more. The Foursquare is more open and more playful than Starbucks ' focus on the badge-collecting mission system, which offers a dazzling array of badges that users don't have to worry about for quite a long time. An investor friend of mine who travels a lot has collected nearly hundred badges in just two months, which is breathtaking. 3. Rob Landlords: If you sign in to a location that is frequent enough, prove that you really love this place, more than anyone else. At this time, Foursquare will give you the title of the only "landlord" (mayor), which will be visible to all users visiting the site. This is a bit like Monopoly chess or Monopoly game, people in reality can not extravagantly wanton acquisition of luxury mansions, but it is possible in the virtual world to become the King of Real estate, the local popular landmark "appropriation". The value of gameplay is not a timely one, but only the icing on the cake. Must not the cart before the horse, overestimate its role. 4.7 me, robotics-script automation operations products early in the years has not yet formed a stable user source and community atmosphere, It is often not so simple to want to create a signal of peer-friendliness between people through trust. And once it reaches a certain scale, it produces herd effect, then it is much easier for people to make some kind of behavior transformation on this basis. If we compare with the real world, we will often hear that a real estate opening will hire some of the actors in line, creating the illusion of sales, so as to attract true consumers and raise the price, this is the truth. 1. The early community atmosphere of the product can be driven by the team's own operations. similar to creating "waistcoat" self-answer, in fact, in the daily product is not uncommon. But the bottleneck of manual operation is the amount of content and interaction output, sometimes the level of human investment and short-term return is disproportionate. To do this, scripting the "robot" to automatically simulate the operations team as a user to perform the action, is also a customary trick. 5.1 Reasons for the loss of retained and lost users if the retention user refers to those who use the product under the circumstances of coincidence, and stay to become a constant patronage and continue to bring value to the people, then the loss of users is a period of time after interest weakened, Gradually move away from the user until it is completely lost. Real user growth is the difference between growth and loss. in the business community 5% of the customer retention rate growth means that the company's profit 30% growth, and the sale of products to old customers is 3 times times the probability of selling to new customers. So there is a famous saying in the "Growth hacker" circle: Retaining existing users is better than expanding new customers. It is commonly known as "a bird in the hand, more than two birds in the forest." Schultz said that perhaps the majority of companies in the recruitment of users are experts, the pre-user growth curve soaring, beautify packaging and viral marketing techniques emerge, but the final retention curve does not rise, which indicates that product quality is not cross-border, Even the business direction itself is not feasible. The reasons for the low retention rate of users may be the following: 1. There are program vulnerabilities, performance bottlenecks 2. Users are frequently harassed, the initial simple product, with the development stage changes, will gradually become bloated, modular stacking, originally light and simple texture, inevitably carrying more and more commercial goals. If the means blunt, do not scruple user experience, then will form harassment, causing users of resentment and loss. 3. The heat of the topic product decreases. Some products because of its unique positioning, novel gameplay, alternative packaging and a variety of chance coincidence, in a short time quickly leap red, to reach the street to understand the point of the lane. Zennai swept fast, and the fever was fast. Similar "wave flow" craze is not uncommon, the reason, these products lack of continuous attracting users of the long-term engine, in how to improve the user viscosity of the stamina is not enough, when the freshness of the past, it was hate players abandoned. 4. There are better alternatives. 5. Other factors. such as game clearance, equipment loss, no longer exist, the end of product life cycle, etc., can become a factor of user churn. Measurement of Retention rate measures for the retention rate of products include the next day retention rate, 7th retention (weekly retention) rate, 30th retained its calculation formula is: The 1th day of new users, Number of new users/1th days remaining in use in the next nth days. where n corresponds to 2, 7, or 30 of the number of days represented in the retention indicator. Focus on the next day retention rate of products, the first time to discover the new version of the product quality changes and channel advantages;The retention of 7th reflects the status of the user after completing a complete experience cycle, and as for the 30th, it is more reflective of the stability after the iteration of the version, which can help to determine whether the product is evolving in a reasonable direction. In addition to comparing retention rates in different days, channel retention is a worthwhile indicator. Because the channel source is different, the user quality is also very different, so it is necessary for the channel users to separate the retention rate analysis, select high retention rate of the high-quality channels to focus on delivery. 5.2 optimize product performance in the intense market competition, even if the product has the basic usability and the dissemination gimmick, if some performance indicator has the bottleneck, also may alienate the user. 1. The flat design has a more concise visual effect, no extra gradients and shadows, preserves solid colors and lines, which makes design and developer workloads Less, code development, and product iterations faster. The color effects that would otherwise need to be mapped can be achieved programmatically by means of resource coloring (Asset tinting) techniques, such as turning a gray heart into red by programming, without having to bother the designer at all. Before flattening, the program needs to load 29 different resource files to show the main interface, and then only use 8 after flattening, which reduces the startup time on average by 120 milliseconds on all devices. The number of program vulnerabilities has been reduced and the speed of operation has increased significantly. 2. Re-layout the interface, removing redundant elements and allowing users to focus more on the content. If you reduce the level of search from three to two, remove the comment icon to make the comment text occupy the full width of the screen, and on the small screen phone, place the usual action buttons at the top of the interface instead of the bottom of the big-screen phone. 3. Using the method tracing and point-in-time declaration (Timing statements) technology, the program body is disassembled into a configurable module, delaying the loading of unnecessary modules (which is consistent with Facebook), and rewriting the resulting slow section. For example, the comment text that was originally displayed using the Web page component (WebView), with its own stack and caching mechanism, was more complex and slow to handle, so they spent about three weeks rewriting it to be displayed with native text components, which reduced the call time by 30%. These "little gestures" that load cookies, images, and video caches are also secretly hidden from the user's inability to perceive the background of the program. The original Instagram start-up time on Samsung's low-end Y-series phones was 3 seconds, and the start-up time on the high-end S5 phone was 750 milliseconds, and after optimization, the two numbers fell to 1.5 seconds and 400 milliseconds respectively. 5.3 lossy service-put down unnecessary insistence &NBSP; Our products must always be as precise and meticulous as mechanical clocks, covering all user scenarios, ensuring that users have the most complete experience at all times, or risk alienating users. This is the norm that many teams, especially when the founders have a certain technical background, are adhering to. But if we do this completely, it means that we have to stack the product features in order to meet all the needs of the masses, which will lead to the inability of the team to focus on the core user, patchwork and confusion, and become a broken and ugly "Frankenstein". lossy services, as the name implies, are deliberately exporting services that have some loss of quality in order to be optimized for other aspects (speed, stability, probability of successful execution). In the process of combining traditional industries with the Internet, the concept of lossy services is often more difficult to accept immediately. It means the balance and game between product capability and user demand. When implementing a lossy service scenario, there are two basic principles: 1) When a problem occurs, prioritize the operation of core functions, non-core functions can not affect the core functions, 2) in the case of conditions permitting, the less the better the characteristics of the sacrifice. 5.4 guide new users quickly get started product development teams are often caught in another misunderstanding, is to bushel their knowledge of the product into the understanding of ordinary users, Take it for granted that they understand what the product is for, how each operation is performed, and how to maximize the performance of the product. Unfortunately, the vast majority of users are a bunch of lazy, busy smart people, you have to show the best in the first time, let them quickly get started, something to do, or their attention will soon be other more simple and interesting things to attract away. 5.5 social retention and social unbind traditional social products with a single focus or two-way connection mechanism, creating an orderly flow of information, Increase the efficiency of communication, but also aggravate the level of differentiation and social pressure. In Weibo, attention is always dominated by a handful of celebrities and marketing accounts, a lack of nutrition may be a chain-triggered popular carnival, and a carefully crafted poem may be silent in the noise, the reader is few. 5.6 Design wake-up mechanism wake-up mechanism refers to the product mechanism designed by Internet products to recall and drain users。 Common wake-up mechanisms include: e-mail wake-up, message push notification, mobile Web wake-up app, and more. Email Wake up: 1. Provide rewards. The most common form of giving users a certain amount of material or spiritual rewards, such as consumer discounts, VIP privileges, free shipping, shopping cards and so on. 2. Inform progress. Inform users of product updates, business blueprints, or significant team changes, and engage users to experience new interfaces, new features, and more. 3. Personalized recommendations. Based on the collected user behavior preference data, it pushes accurate and personalized content, rather than a broad, indistinguishable message. 4. User social interaction tips. That is, relying on the ties of interpersonal relationships, e-mail to inform users of the latest activities on the social network, such as new Friend application, received a private message and so on. Message push notification: In-app message push notification (push Notification/push alert) mechanism is an effective means to wake users of mobile products. The usual use of Push Notifications is a test of the basic skills of an operator, namely how to filter the right push people, make push content based on usage scenarios and time periods, and create and optimize push-to-reach landing pages. Depending on the target audience's usage scenarios, pushing the high-quality content that meets their interests and needs can lead to higher stickiness. Push tips: 1. Push Authorization (push Notification Authority): Different platforms have different authorization methods and permission size standards for push notifications. On iOS, users have the right to reject push notifications for applications on first boot. On Android, push notifications are usually turned on by default, users need to be set off in the program, or use third-party tools to prevent harassment. 2. Badge Notice (badging): Badge notification is a powerful weapon for waking users, one reason is that many people with obsessive-compulsive disorder always want to click the icon to process messages to eliminate badge notifications and make the desktop refreshing. 3. Local Notification: Local notifications are another way for the iOS system to wake users. It looks similar to normal push notifications, but all notifications are initiated locally at a predetermined point in time, without interacting with the server and requiring no networking. Local notifications apply to products that are more likely to be used during a specific time period. For example, "Legend of the turret" hand-tour, will be in a day in the early three hours of active time to the user's mobile phone to initiate local notification, tell the user "another delicious meal time, not to play a game?" and so on. 4. Geo-fence notification (geofenced Notification): When the app detects that a user is approaching or entering a specific location, a geo-fence notification is initiated. Typical ways of use include shopping malls ' auto-shopping applications, surrounding food service discovery applications, and more. Due to the difference between the Internet and the performance of the mobile phone, access to the user's location may be error, affecting theThe actual effect of the fence notification. 5. Picture push notifications (Pictures in Notification): Simple text notifications usually need to capture the user's eyeballs in 100 English characters or 20 characters. A more appealing way is to use images for push notifications. Android provides a feature that allows developers to customize notification bar icons, expand large images, media backgrounds, and more. 6. Emoji (Emoji): For iOS, a platform that does not support the inclusion of images in push notifications, a workaround is to use Emoji emoticons instead. Proper use not only saves words but also makes the content more eye-catching. In-page wake-up mobile app: A link to your phone, when you click on the link to look at the enthusiasm of the special want to praise, but suddenly appeared "system hint: must first download the app, in the app to like" prompt. 1. The first type: Block HTTP jumps. In Android, the most standard way is in the app's profile Androidmanifest.xml, through the <activity> tag <intent-filter> To declare: This app can better handle some URLs corresponding to the page, the browser you give me. In this case, the declaration should take the following form. <activity androiduname= "com.zhihu.android.QuestionActivity" > < intent-filter> <action androiduname= "Android.intent.action.VIEW"/> <category androiduname= "Anddroid.intent.category.DEFAULT"/> <category androiduname= "Android.intent.category.BROWSABLE"/> <!--key to match the corresponding domain name and URL pattern-- <data androiduscheme= "http" androiduhost= "www.zhihu.com" androidupathpattern= "/question/.*"/> </intent-filter> </activity > After making the above statement, when accessing the mobile page in the mobile browser, you can jump to the Android client and open the question page. But there are a lot of problems with this solution, and one of the most important issues is compatibility. 2. Second type: Custom scheme. In this case, the URL of the HTTP protocol will be handled by many browsers themselves, then do not use the HTTP protocol and custom scheme to try. Modify the declarations in Androidmanifest.xml as follows. <activity androiduname= "com.zhihu.android.QuestionActivity" > < intent-filter> <action androiduname= "Android.intent.action.VIEW"/> <category androiduname= "Android.intent.category.DEFAULT"/> <category androiduname= "Android.intent.category.BROWSABLE"/> <!--key to match the corresponding scheme--> <data androiduscheme= "Zhihu" androiduhost= "questions"/> </ intent-filter> </activity> The "Open app" button's jump link is set to the form "zhihu://questions/. "URL, click to jump to the application of the corresponding activity. Of course, if you simply use the <a> tag to do this, if the phone is not installed on the client, the click will jump to an error page (the address is zhihu://questions/... ）。 The solution is also simple, using <iframe>. 3.Chrome intent Custom scheme can handle many browsers, except Chrome. The reason is that in order to get through browser pages and local apps more orderly, chrome 25 no longer supports custom schemes, and Chrome Intent is promoted as a standard protocol, in the form of the following. intentu //scan/ #Intent; Package=com.goog le.zxing.client.android; scheme=zxing; end; Chrome Intent first unifies scheme as "intent", and a lot of information is placed after the anchor "#", called "Fragment", which describes who will receive the URI. Fragment can specify the name of the package that opens the URI, or action, extra, and so on. You can use the Intent.parseuri function to turn such a URI directly into a intent object, whereas calling the Intent.touri function serializes the intent object to a URI of this format. Apply to this example, the declaration in Androidmanifest.xml is exactly the same as the custom scheme, except that it needs to be written in the jump link in the following format when it is called. intentu //questions/... #Intent; package= com.zhihu.android; scheme=zhihu; End;4. Final Secret: Embedded HTTP service with the growing social applications that are being represented, its embedded webview has become a lightweight browser that sits on huge volumes of users and content sharing, And so on, the amount of page access that the application brings is not negligible. However, the webview of these applications is usually forbidden outside the chain, no matter what scheme is not available here, which makes the sharing of the knowledge of the problem, even clicking on "open app" is not valid. The solution is to bind the port in the application, start an HTTP service, respond to requests sent, open the app, or do something else. If the app starts the HTTP service in the background and binds a port such as 12306, the Web page can send AJAX requests like the following to open the app: $.ajax ({ Urlu "httpu//127.0.0.1u12306/open?intent= ...", }). Done (function () { //do what you want }); Of course, to be careful enough, you also need to implement an "HTTP/ 127.0.0.1:12306/is_installed "such an API. If the installation is known, return 200, if the service is not started or if it is not installed, it returns 404. This allows you to determine whether the app is installed in the Web page and then decide if you want to display the Open app button. Usually, must kill skill all have side effect, if need accurate judge whether installs the knowledge, need this HTTP service always survives, otherwise "not start" and "not install" silly divide unclear. As for how to keep an installed app running in the background in a variety of situations, "that's another area full of black technology," Zhangnan says. sixth chapter 6.1 free World Internet and free economy new "free" is not the kind of "left pocket, right pocket" traditional marketing gimmick of the last century, It is an excellent ability to keep the cost of goods and services down to zero, which means that the core services of a business are never charged. The Free mode is a great way to go in the Internet industry thanks to the following points. First, the Internet greatly reduces the cost of disseminating information, which is the cornerstone of the free model. On this basis, economic theory holds that in a fully competitive market, the market clearing price of long-term products is equal to the marginal cost of the product. Under the catalysis of Moore's law, the cost of storage and bandwidth is reduced year after time, and once the software and services are developed, there is virtually no additional cost to customer delivery. As a result, the marginal cost of Internet products is likely to be nearly zero, and even a single person can burden to challenge big companies and absorb huge amounts of users ' products (the trivial costs may come from field rents, electricity, and net fees). second, the product through the Internet for a large number of users around the world, which further diluted the marginal cost, even if the conversion rate is low, and ultimately can always rely on the overall user and pay rate of the multiplication of a good paid users. again, "free" naturally has irresistible charms for people. Finally, the domestic free strategy seems to have more fertile commercial soils than abroad. Because the copyright protection and credit system still needs to be perfected, so that the short-term greedy copy of plagiarism becomes very low cost, also let consumers more inclined to gifts, piracy and cottage, the quality of not too much luxury, and more reluctant to pay. This makes free to be the most powerful means of winning users. Free mode How to make money: 1. Basic features free, premium feature fee freemium strategy. 2. Cross-subsidization. A cross subsidy strategy is the idea of selling a product (known as a "preferential product") to promote the sale of another profitable product (known as a "profitable product") by consciously offering a discount or even a loss of price. The typical representation of cross-subsidization in Internet products is the gaming industry. "Game free, props charge". 3. The flow of the three-party market has become more active. When you use the free service, you are the product. "It's true that free traffic itself doesn't come out of thin air, but if you import this traffic into another service, you might be able to turn the sparrow into a phoenix and grab a bigger value." The most typical representative is internet advertising. 4. The profitability of open source code is possible. Open Source ("open sources") projectsis an indispensable force in Internet development, the spirit of openness, equality and sharing has created a large number of excellent systems and programs on our computers and mobile phones. Some people mistakenly think that open source is equivalent to free, which distorts the original intention of open source, but also ignores the hidden economic value of open source projects. 5. The company is listed, or is acquired. In the United States, even companies that have not yet made a profit can go public, giving value investors the opportunity to invest in a long-running company with longer-term development value. It is also necessary to see that the free pricing model, while widely applicable and effective, has limitations. For example, the user's migration cost and loyalty is low, lack of core competitiveness and technology as a moat products, need to pay more costs in user maintenance and marketing, which is contrary to the original purpose of free. For example, free of charge to exclude all the price discrimination structure of the market, often lead to win-take-all, a single big situation, resulting in later difficult to shake the monopoly of the market position of the giant, under the tree is difficult to live, this is not a normal business ecology. Furthermore, the wool out of the sheep, if the user is no longer "while tares" the wool, then the service provider is likely to "turn over the book faster," The end of the free service completely. 6.2 the end of free lunch If service providers can't get enough from skinflint you, they have reason to end the service and focus on those who are willing to pay. 6.3 redirect ads, looking for consumer hot-tracking bombs so-called redirection, is a way of advertising for people who have already visited the site to re-market. It allows users to see the ads once again in front of them, through this constant reminder to strengthen the brand impression, and ultimately promote consumer behavior. Principle: First you need to insert a tracking code on the site, when the user enters the page, the code will be placed on their computer a cookie, it will mark the user identity and interest in the product information. When this user visits another website, as long as the website joins the redirect Ad Alliance, it is eligible to read the user identity and product information recorded in the cookie, and "swap" the dynamic advertising position to the product advertisement which the user is interested in. The "Redirected Advertising alliance" here refers to third-party redirected advertising providers such as AdRoll, Retargeter, Chango, and also professional display advertising features like Google AdWords. REDIRECT ads appear repeatedly in website banners, email marketing, search engines, social networks, photo source: coroflot.com 6.4 See Wet Seal How to seize the pulse of fashion &NBSp wet Seal uses the features of young people who are passionate about sharing, and through the introduction of social relationships, the cold relationship between humans and machines expands into a communication platform based on shopping decisions between people. The whole process need not deliberately strengthen the guide of sales conversion, people in the free and easy environment to buy and chat, like in the weekend to shop under the line of physical stores, the potential for the consumption of the desire to naturally be mobilized, and the monotonous loneliness of shopping alone in the invisible to dissolve. 6.5 with the Internet thinking in the sale of moon Cakes Mall 6.6 for the award, plugging the "change to punish as the award" of the Three principles: 1. Never blame the user. The user's choice is affected by the local information receiving channel, product accessibility, consumption habits and psychological factors, and sometimes even inadvertently take action. They may not be aware that they are using piracy to infringe on the legitimate interests of developers, nor are they aware that official products will bring a more secure, high-quality experience for the time being. For this segment of users, the blame can not be expected to change instantaneously, the better way is to be persuasive, give the guidance scheme, let them weigh and export their judgment before the pros and cons. 2. Give reasonable compensation. There is a general psychological mentality: things that have never been obtained are irrelevant, but what has already been acquired becomes unacceptable if it is lost. Whether it is to extinguish the membership lights, or to deprive the use of pirated rights, in essence, is to take away a user has already got the thing, regardless of its origin is legitimate, is always unwilling. Therefore, reasonable compensation can counteract this negative emotion to the maximum extent. 3. Provides conversion convenience. The best way to embody sincerity and respect is to provide the maximum level of convenience for each other when initiating a request. In the product design strategy, you can include clearer guidance steps, more accurate copywriting, more reduced operational steps, and more inspiring success feedback. This allows users who have been compensated for "guilt" to quickly implement this impulse as a concrete action, stimulating product sales growth. Traffic from the mobile has exceeded 80% of the total station traffic. 6.7 set up a business intelligence system to small broad Baixing consistently adhere to the elite small team, with the smallest human cost to achieve maximum results. The so-called fine management, refers to the performance of this single indicator, the addition of other indicators, so as to avoid the risk of extensive management, effectively restrain the outsourcing team, so that its action objectives and the common network of the strategic objectives of the same. Originally baixing management rules are: Set a monthly unique performance objectives (such as 1 million sales), if the standard, there is a bonus, if not standard, there is no bonus. Through multi-research, raider in PNM Soft OrGanization evaluation System of the reference, summed up a set of evaluation system applicable to the people's network, divided into process indicators, results indicators, Subdivision dimension 3 large categories, including 28 KPIs, as shown below. Sales A: excellent comprehensive type. Sales a flux is higher, the contact success rate is good, and its customer composition, new customers accounted for and the guest unit price is more reasonable. This sales is more diligent, good sales skills, so good performance. Sales B: Novice type. Sales B-Flux is centered, and the time is very short, indicating that its sales skills are weak, unable to communicate effectively with customers. Therefore, the contact success rate and performance are relatively poor. For this kind of sales, we need to strengthen the training of sales skills and urge them to play more practice. Sales C: Dedicated to the old customer type. Sales of C-flux and new customers accounted for a very low, the performance is mainly from the old customer maintenance. For this kind of sales, we need to strengthen the conversion rate of their new customers. Sales D: Sales Tips Short Board type. Sales D-Pass and contact success rate is low, the remaining indicators are relatively high, indicating that their work is more diligent, if the focus of training sales skills, improve conversion rate, is expected to become excellent sales. Data use: First, data collection and storage. Baixing has a strong sense of data, so the technical strength of the data warehouse, can do real-time collection and storage of core data. Second, data visualization. Without an intuitive, simple way to visualize data, managers are not using power. Third, the spirit of the geek, so that technology development engineers have the ability to have the enthusiasm for autonomous system development. In particular, the common People's network of almost all operating operations and maintenance systems, internal management system, are independent research and development team. In this, the growth team plays an important role as a provider of demand and the responsibility of the implementing stakeholders.
2016-03-09 09:20:19
Growth Hacker Content Summary (456 chapters)
